Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose. Business marketers spend an average of 18.6%

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin. If they don’t have to change, they probably won’t. No Better than a Coin Toss.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

MAY 12, 2011

But it’s imperative, because if you’re not top of mind when it’s time to decide, an opportunity is lost. The end result: 350 sales opportunities generated within the first 6 months of the program’s start.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

JUNE 24, 2016

When Dave closed the doors of ESR, Steve saw an opportunity and seized it. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

Lead Rank 133

Lead Rank Lead Scoring B2B Case Study 133

Pointclear

OCTOBER 2, 2012

In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process. In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel?

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

MAY 7, 2013

Study Lead Behavior. If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

MAY 3, 2012

Citing findings from the Lenskold Group Lead Generation Marketing ROI Research Study, lead generation marketers were asked how much profits would be improved with 10% more budget, and 44% reported they didn’t know. Lead-to-Opportunity Conversions (MQLs-to-SQLs). Cost-Per-Opportunity (Cost-Per-SQL). Cell B4: SQL KPIs.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

JANUARY 12, 2012

For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives. Not a senior executive? Budget undefined? Next-year decision? Steve is obviously making some poor decisions.

Sales Qualified Lead 189

Sales Qualified Lead Lead Rank Lead Scoring Leads 189

Pointclear

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. For example, they need to spot market opportunities like places where a company can expand.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

JULY 19, 2012

” He was surprised to find in a recent benchmark study of 1,900 companies that 65% of responding companies still don’t have agreement on that meaning. ” In the questions, he continues to see a big opportunity around progression and believes BANT has to happen in the process.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Pointclear

MARCH 22, 2011

Why not take the opportunity to turn everyone into an advocate for your business, even if they are not the right fit at this point in time? Look for opportunities to get prospect feedback. But time and time again, studies find that industry leaders and the truly great brands balance inside-out ("what's in it for me?")

Lead Rank 185

Lead Rank Lead Scoring B2B Prospecting 185

Jonathan Farrington

NOVEMBER 2, 2012

Mostly it is because they have been conditioned to expect poor quality leads—often working 100 leads to find 3 – 7 real opportunities (the chances of good sales people doing this is between slim and none). Why do sales people think they want BANT qualified leads? I invite your comments.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Pointclear

OCTOBER 6, 2015

There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. I do know ABM works— when done right.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Click to start video at this point — Christopher references studies that show direct mail is increasing in popularity, and he comments this may be because the email inbox is so crowded today.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

MAY 10, 2012

But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Click to start video at this point — Chris references studies that show direct mail is increasing in popularity, and he comments this may be because the email inbox is so crowded today.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

Pointclear

AUGUST 30, 2012

If sales doesn’t care about marketing, but marketing understands what their job is—that they’ve got to get this amount of qualified opportunities—I think we can all live with that. There’s a lot to learn there, and I’ve really enjoyed studying that.”. These companies are figuring out how to go sell.

Software 187

Software Software B2B Top of Funnel 187

Pointclear

FEBRUARY 14, 2012

Matt began Heinz Marketing in 2007 to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. And the leading indicators of success, the short-term deliverables, will be leads and case studies and microsites and the like. How many leads to get an opportunity?

Marketing 176

Marketing Lead Rank Sales Qualified Lead Scale 176

Pointclear

AUGUST 6, 2013

Although some sales reps claim that they close 60 to 80 percent of qualified leads, the Sales Performance Optimization Study showed that on average there is only a 46.5 Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Accurate Closing Forecasts. percent close rate on forecasted deals.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176